How to Compete with 8×8 and Vonage “No Cash for Phones” Promotions

Tips for North American Business Phone System Dealers

If you are a Xorcom dealer in North America you have probably come across customers that have been presented with an attractive “no cash for phones” option by large public companies such as 8×8 and Vonage. Well, we’re pleased to inform you that you can counter with such an offer yourself, with the aid of a leasing company, Xorcom’s long time U.S. leasing partner Integrity Leasing and Financing, Inc.

Integrity LeasingTake a look at the following success stories involving Xorcom resellers who recently used the Xorcom/Integrity leasing program to close business by eliminating the cash objection. They showed the customer how affordable the Xorcom solution is on a monthly payment basis and, where applicable, by being able to offer the MRC (Monthly Recurring Charge) and the NRC (Non-Recurring Charge) all on a monthly payment basis, again with no need to pay cash for equipment.

The bottom line: the best way for the independent Xorcom reseller to compete against the aforementioned promotions is to be sure to include a lease quote in every proposal so the customer knows that they don’t have to pay cash to do business with you either. 

Success  Story #1 Church ~ $6,000

This Xorcom reseller is located in the southwest and the customer was an 18-year-old non-denominational church.  The church was reluctant to spend their cash and didn’t want to part with just over $6,000 for a new  Xorcom CompletePBX IP-PBX and Yealink phones. The reseller offered them a Xorcom/Integrity $1.00 buyout lease quote and eliminated the cash objection. Once the customer saw they didn’t need to pay cash, and how affordable the Xorcom solution was on a monthly payment basis, they applied for the lease and were approved. Once Integrity had the reseller’s invoice they created the lease documents and e-mailed them to the customer to be signed and returned.  Once the signed lease documents were returned the file was processed and Xorcom and the reseller were paid 100% in advance, upfront at lease signing, as per the Xorcom/Integrity Leasing program (contact Xorcom for details).

Morals of the story:  1) Non-Profits are good candidates for leasing, no matter whether the amount is large or small. 2) Getting paid 100% upfront, in advance at lease signing, is very good for a reseller’s cash flow. 

Success  Story #2 Engineering Firm ~ $21,000

This Xorcom reseller (different from above) is located in the south. This customer was an 8-year-old engineering firm and the price for their Xorcom CXR2000 and Yealink phones, etc., was roughly $21,000.00.  The reseller offered them a Xorcom/Integrity $1.00 buyout lease quote and eliminated the cash objection. Once the customer saw they didn’t need to pay cash, and how affordable the Xorcom solution was on a monthly payment basis, they applied for the lease and were approved.  The reseller also informed the customer that on a $1.00 buyout lease the extremely valuable Section 179 Tax Incentives are passed through to the customer and that the available tax savings could cover their lease payment for over a year. 

Moral of the story:  Customers large and small, old and new are good candidates for leasing of all dollar amounts. Add value to your customers by educating them about the new Section 179 Tax benefits and show them how the tax savings can pay the lease payment for over a year using this flier.  You’ll be amazed at what a great sales tool this is.    

Success  Story #3 – Doctors’ Office ~ $10,000

This customer was a 6-year-old doctor’s office that didn’t want to have to part with roughly $10,000 for a new  Xorcom CompletePBX and Yealink phones. The reseller offered them a Xorcom/Integrity $1.00 buyout lease quote and eliminated the cash objection and also explained the Section 179 Tax benefits and how they work with a lease using this flier.  Once the customer saw they didn’t need to pay cash and that they could have the Xorcom solution for roughly $200 a month, or $50.00 a week (which is only about $10.00 a day) with no need to pay cash, they were convinced and the deal closed.

Moral of the story: Including a lease quote in every proposal and being able to explain the Section 179 Tax incentives with this flier will help you close more business.   

TechnologyAdvice Expert Interview Series Podcast with Xorcom

Ruth Bridger, VP of Marketing at Xorcom

Ruth Bridger, VP of Marketing at Xorcom

Ruth Bridger, the VP of Marketing at Xorcom, was a recent guest on the TechnologyAdvice Expert Interview Series. The series, which is hosted by TechnologyAdvice, explores a variety of business and technology landscapes through conversations with industry leaders.

In this episode, we discuss the latest version of Xorcom’s business telephony solution (CompletePBX), partner training co-located with IT EXPO, and their new entry-level IP-PBX called “Spark.”

Below are Ruth’s five key takeaways from the conversation.

1. Our hybrid (converged) solution is available in every IP-PBX model we manufacture.
The way that we have designed our hardware is that you can mix and match. If you are a brand new company, a small business, and you want to go SIP only, it’s definitely something that Xorcom can support you with. If we go back to the converged model, the hybrid, think of all those established businesses anywhere from hospitals and hotels to multi-branch industrial organizations. If they’ve already got cabling in place, if they’ve already got some level of the old style connectivity, PSTN and cabling, then they’ll want to gradually transition to perhaps a VoIP only network.

But in the meantime, making that move can be really painful if you have to start over. If you can take advantage of the existing infrastructure with one of the Xorcom systems, it will bring the price down and get your team up and running very, very quickly. That’s our suggestion, not the forklift but a transitional approach. We do address the requirements of established companies as well as the brand new ones. [Learn more about the transitional approach here.]

2. The most popular open source platform for telephony called Asterisk was actually the brainchild of a struggling student named Mark Spencer back in the late 1990s.
He wanted to set up a relatively simple phone system, and he was just strangulated by the costs of doing so with the proprietary systems. He thought — that’s crazy! How do small businesses survive if they have to pay these huge costs? And actually, it’s true to this day that if you want a proprietary system, any time that you want to add some kind of functionality, maybe something as simple as an additional extension or adding voice mail to an extension – not to mention the more sophisticated features like voice bridges, conferencing, call recording – you have to pay. You have to bring in a technician who is specialized from that one particular company. That vendor has you in their back pocket.

3. Spencer decided, in the age of Internet, why not utilize that to bring VoIP to the small business, to the modern consumer, to someone that doesn’t want to pay exorbitant amounts for phone systems.
They’re willing to roll up their sleeves and get down to the code level to get some features to work, but to get them all for free. Now of course that was 15, almost 20, years ago and the way that Asterisk has developed is that many companies have defined management tools for Asterisk. You no longer have to go to the code in order to set up your phone system anymore. You have a nice browser based GUI management tool. Even people that are not engineers can set up their phone systems in a very, very straightforward manner.

4. At ITExpo, we are going to be leading on-site training for a new management system that we at Xorcom, along with our partners Telesoft, have developed. It’s called Ombutel.
And it is exactly what I described. It’s a browser-based management tool, so that you can set up an Asterisk-based phone system in a very, very simple, straightforward, intuitive manner. We are using that new platform for the next version of our own branded systems, called CompletePBX. I’m really looking forward to being able to introduce that to our international partners at our on-site training in Ft. Lauderdale. [Click here for more information about Ombutel.]

5. ITExpo is one of the highlights of our year on the marketing side of things.
Being located very far geographically from our major markets, it’s very exciting for me personally to come face to face with these partners that I typically only speak to on the phone or at best have a webinar or video chat using Skype. That in-person opportunity to exchange ideas and comments and understand what’s going on is terrific. We are kicking off the week with two days of certification training on our new version of the CompletePBX – that’s version five – and we’re expecting dozens of partners from all over the world to converge on Ft. Lauderdale, taking advantage of the fact that they’d like to participate anyway in the ITEXPO to capture their attention before the actual expo starts. [Click here to view photos from Xorcom events in Ft. Lauderdale.]

This podcast was created and published by TechnologyAdvice, an Inc. 5000 company looking to help buyers find the best security software, telephony systems, and more. Interview conducted by Josh Bland.

Why Telecom Professionals Choose Xorcom IP-PBX Systems

Paul Concannon, Telecoms Engineer, Odyssey Systems

Paul Concannon, Telecoms Engineer, Odyssey Systems

The professionalism of Xorcom partners is a big part of our success, as evidenced by the glowing testimonial below about one of Xorcom’s veteran master distributors:

I have worked with David [Duffett – of Telespeak] many times over the last few years, resolving Integration queries using the Xorcom Asterisk IP-PBX for our Network. They have proven to be a great asset both in reliability (essential for an enterprise system) and the fact that the systems are totally flexible in their configuration for the required solution. David is an absolute marvel. His knowledge of Asterisk is vast and every query is resolved quickly and professionally, not just a theoretical but a hands on practical approach, which is easy to follow.

The quality of support and speed of response to queries is second to none and I would wholeheartedly recommend David and TeleSpeak when looking for a flexible and adaptive Telecom solution.

If you have something to say about our products or our partners please let us hear it (for better, or for worse!). Listening to our customers and partners keeps us focused and motivated!

Is Your IP-PBX Damaging Your Firm’s Reputation?

When a new IP-PBX was installed a few years ago at Stewart’s Auto Sales (SAS) in Kingston, Jamaica, a number of usability and voice quality issues arose. The Company management realized that these problems were having a negative impact on productivity, were frustrating SAS operators, and were harming SAS’ hard-earned reputation for first-class customer service. After reviewing its options for an alternative system they chose Xorcom.

Want to learn more? Read the full story here.

Open Source IP-PBX and Proprietary Systems: Factors to Consider When Choosing Your Telephony Solution

3d man thinking and junction

How to choose which type of PBX is right for your business?

Before deciding on which specific phone system will best meet your company’s needs, you need to decide which type of platform is right for you. This involves looking at the pros and cons of the two options to be considered: Proprietary systems and those based on an open source platform.

Read our “Open source IP-PBX vs Proprietary Systems” white paper, where we cover such issues as:

  • What are “proprietary systems”?
  • What is “open source software”?
  • A point-by-point comparison between proprietary and open source systems

Download the white paper here.


Dangerous Demo at AstriCon 2015

In the video below you’ll see that we accepted James Body’s challenge to submit our project (inspired by our French partners at IP Connect) at the annual “Dangerous Demos” competition at AstriCon:

Thanks, as always, goes to David Duffett for his cooperation and fine acting skills. But don’t lose sight of the main message here — Xorcom IP-PBX offer a lot more than just the opportunity to cut telephone costs in your organization.

To learn more about utilizing the relay ports on Xorcom’s products, check out our Application Notes.

The Importance of VoIP and Unified Communications

Ruth Bridger, the VP of Marketing at Xorcom, was a recent guest on the TechnologyAdvice Expert Interview Series. The series, which is hosted by TechnologyAdvice’s Josh Bland, explores a variety of business and technology landscapes through conversations with industry leaders.

In this episode we discuss security against cyber attacks on the IP-PBX, hospitality for VoIP, as well as ITEXPO.

Below are the three biggest takeaways from the conversation.

  1. Security and convenience are top-of-mind in unified communications.
Toll fraud and other security breaches are a major concern to VoIP customers, but are well handled with Xorcom's systems.

Toll fraud and other security breaches are a major concern to VoIP customers, but are well handled with Xorcom’s systems.

Security is big just because you can incur so much loss if your IP-PBX is not protected. But I don’t like to only talk about the negative side of VoIP communications. On the positive side, systems are getting more and more sophisticated, and this is great.

On the subject of unified communications, you have Wi-Fi, you have smartphones that you can set up as extensions in your phone system, so that you can get the best use out of any communications device by connecting it to one system, even remotely. You’ll have access to all of your contacts. You’ll be able to make and receive phone calls at the preferred rates that you get from your system by going over the Internet when possible.

The move towards convenience, towards integration of all the ways that you want to communicate in one specific system, no matter where you are, it’s just a great headache reliever. And for employees, the actual users —  it’s so cool.

  1. What’s important in a communication system can vary from industry to industry, but the flexibility of new technology helps address these needs quickly.

What business can exist without a phone system? It just can’t be – your customers and employees count on being able to communicate with each other by phone, even during off-hours (by leaving voicemail). If you’re a travel agency, you have very specific concerns that relate to the way you do business. If you’re a hotel, or a bank, or a school district you’ve got a different list of criteria. What’s important for you in your phone system varies from industry to industry.

Now, what’s interesting is that when you have something like a VoIP system, and it has unified communications, it can address the concerns of each and every industry.

But again, it’s a question of, “What do I activate on my system? Do I need the smartphone integration, or is that something that I want to block?” It’s just pure flexibility. It’s the same system, but when you implement it at a customer site, you choose which features you want to activate. This is one of the most obvious benefits of Voice over IP. The Xorcom system takes this flexibility one step further — there are no per-user license fees. So you can have this endless functionality without incurring additional costs. You can setup unlimited Interactive Voice Response and you can have unlimited numbers of extensions of queues and call routes that you set up in the system.

  1. ITEXPO is the place to be.
Come visit Xorcom at ITEXPO in Anaheim, Oct. 6-8.

Click the image for a free Expo-only pass

We are veterans of ITEXPO. Xorcom has been a supporter and an exhibitor at these events for a long time. It is so valuable to have face time with everyone in our field. Not only do you find potential customers, but your partners and existing customers come by the booth and chat and find out what’s going on in the industry. They always have great keynote speakers.

Since we sell through a worldwide channel of master distributors and re-sellers we’re always looking for additional partners to promote our products in their local regions. This year ITEXPO is co-located with the ChannelVision Expo. So for us, that’s a great resource we want to tap into. We want to see if there are any channel partners that would like to hook up with us and promote Xorcom in their areas.

This podcast was created and published by TechnologyAdvice. Interview conducted by Josh Bland.

Evite el Riesgo – El CompletePBX es su Mejor Defensa Contra Ataques Cibernéticos

Ataque Cibernético — usuarios maliciosos que logran un acceso no autorizado a sistemas basados en Internet — no es un fenómeno nuevo. Sin embargo, se está incrementando a un ritmo tan rápido, sobre todo en el mundo de la Telefonía en Internet (VoIP y troncalización SIP), que no puede ser ignorado. Revise estas publicaciones recientes que detallan una realidad perturbadora que deben enfrentar hoy las empresas.

Qué puede hacer Ud. para evitar un Ataque Cibernético a su Sistema de Telefonía?

El sistema telefónico corporativo CompletePBX™ de Xorcom con su máxima seguridad, puede mantener segura a su red de comunicaciones frente a todas los tipos de ataques cibernéticos. Creemos que la mejor política de protección al PBX IP es la que se pone en práctica desde el primer día. Como resultado, CompletePBX viene pre-configurado con múltiples salvaguardias contra abusos en cuatro diferentes niveles:

  1. Camuflaje – Nuestros sistemas CompletePBX se mimetizan para evitar la atención de factores maliciosos que saben cómo identificar los sistemas de VoIP en la Internet.
  2. Vigilancia – Nuestra característica de detección de intrusiones está constantemente en alerta, reconociendo las amenazas potenciales y desviándolas antes de que lleguen al PBX.
  3. Defensa – Si alguna entidad no autorizada intenta ingresar al PBX, nuestro software integrado de control de sesiones de borde de red (session border controller), la bloqueará antes de que pueda causar cualquier daño.
  4. Alerta –Cualquier ataque en curso genera un e-mail inmediato al administrador del sistema.


CompletePBX Opera en Modo Oculto

Mediante el uso de métodos de identificación no estándares, los sistemas CompletePBX están verdaderamente camuflados en Internet, reduciendo significativamente la probabilidad de ataques cibernéticos.

Configuraciones Seguras de VoIP

De forma predeterminada, el CompletePBX denegará las solicitudes SIP no deseadas sin revelar el motivo del rechazo. De esa forma, dificulta enormemente la posibilidad de que atacantes de fuerza bruta adivinen el nombre y contraseña SIP del usuario.


Detección y Prevención de Intrusos

El CompletePBX posee funciones integradas de detección de intentos de acceso no autorizados al sistema, en base a una configuración de permisos establecidos por el administrador del PBX. Una intrusión potencial es un número de intentos de acceder sin éxito al sistema durante un plazo determinado de tiempo, según lo definido por el usuario.

Después de detectarse una posible infiltración, la dirección IP del intruso será bloqueada para cualquier  acceso posterior al sistema por el período definido de prohibición, y una alerta será enviada al correo electrónico del administrador.


CompleteSBC™: Aplicación Integrada Controlador de Sesiones de Borde de Red (SBC)

Operadores y usarios por igual apreciarán la capacidad de CompleteSBC, un Controlador de Sesiones de Borde de Red (SBC) basado en software  que sella efectivamente el PBX-IP, para proteger y defender el CompletePBX de un uso indebido.

Un sofisticado conjunto de reglas predefinidas, pero personalizables, con el soporte de una interfaz de administración intuitiva (GUI), permite una fácil configuración de sus múltiples funciones. El CompleteSBC actúa como un “firewall SIP” para control de acceso.

Una versión de prueba del CompleteSBC, que permite múltiples sesiones con duración limitada de la llamada, está integrada en todos los sistemas CompletePBX. La compra de  licencias electrónicas activará canales de comunicación sin límite máximo de duración en las llamadas.

Firewall Integrado

El punto en el que un sistema se abre para que pueda ser administrado de forma remota es casi siempre el momento en que la seguridad se ve comprometida. Nuestra recomendación es bloquear el sistema del mundo exterior, instalando el CompletePBX en una LAN protegida por un firewall/enrutador NAT. Como un medio adicional de protección, CompletePBX cuenta con su propio firewall. Las reglas predeterminadas en el firewall integrado pueden ser modificadas para adaptarse a aplicaciones específicas y relevantes para sus actividades.

La Configuración Inicial está Bloqueada por Defecto

El CompletePBX está pre configurado para utilizar políticas restrictivas de seguridad. Por ejemplo, en la configuración predeterminada el CompletePBX no acepta llamadas SIP de terminales que no estén ubicados en la LAN. Los clientes que deseen que el PBX pueda recibir llamadas entrantes desde Internet deben explícitamente habilitar este funcionamiento en la configuración del CompleteSBC/Firewall.

Evaluación de Seguridad de la Contraseña

La configuración de contraseñas seguras es imperativa para las extensiones SIP e IAX2, así como para las funciones de Acceso Directo al Sistema Interno (Direct Inward System Access – DISA) y de Call Back. Además, la definición de contraseñas para todas las rutas de salida utilizadas para llamadas internacionales detiene significativamente a los intrusos que intentan realizar llamadas fraudulentas. En el CompletePBX, un algoritmo especial detecta contraseñas problemáticas potenciales y emite una advertencia al administrador.

Acceso Remoto Seguro a través de Rapid Tunneling™

El permiso de acceso remoto a los usuarios autorizados, como administradores del sistema o el personal de apoyo técnico trabajando a distancia, es un desafío superado mediante la función Rapid Tunneling de Xorcom. El túnel de acceso seguro (SSH) es utilizado para acceder a la interfaz Web CompletePBX de forma segura y controlada.

Protección para rotación de personal de nivel de administradores del sistema

El CompletePBX cuenta con diferentes niveles de acceso definidos por el usuario; las cuentas del administrador pueden tener su acceso restringido a un rango específico de extensiones o un conjunto específico de características en el PBX. Mediante la creación de distintos usarios de administración del sistema CompletePBX, los cambios de personal requieren simplemente la remoción de la cuenta específica para asegurarse de que ya no tiene acceso.


CompleteAlert™: Sistema Integrado de Alarma en Tiempo Real

Una actividad no autorizada en el sistema telefónico genera inmediatamente alertas en tiempo real, en forma de mensajes de correo electrónico al administrador del sistema.





No asuma riesgos costosos.

El CompletePBX ofrece la mejor protección contra ataques cibernéticos en la industria.

Contacte a Xorcom para una consulta sobre seguridad (sin cargo).

¡Elegir el PBX-IP incorrecto puede costarle $$$$$ en fraude telefónico… desde el primer día!


Sepa Cómo  Evitar el Riesgo de un Ataque Cibernético


Un número creciente de empresas está aprendiendo a valorar las ventajas de las comunicaciones VoIP: reducción considerable de gastos en llamadas de larga distancia, comunicaciones unificadas, el uso óptimo de los recursos de la red… y la lista sigue y sigue. Por otro lado, los hackers se están volviendo cada vez más sofisticados, convirtiendo el fraude telefónico en una industria multimillonaria. Ese mismo estudio, en el cual se entrevistó a expertos en fraude y seguridad especializados en la industria de telecomunicaciones, indica que las pérdidas por fraude están creciendo a un ritmo más rápido que los ingresos globales de telecomunicaciones.*

¿Quién es Responsable de proteger los Sistemas Telefónicos?

Informes sobre ataques cibernéticos aparecen regularmente en los medios de comunicación. Por ejemplo, según se informa en un reciente artículo del New York Times, una firma de arquitectura de Georgia es ahora responsable por llamadas de alto costo realizadas de forma fraudulenta por la suma de $166,000 en un solo fin de semana.. El bufete de abogados de la empresa presentó una denuncia ante la Comisión Federal de Comunicaciones (FCC) de los Estados Unidos, pero el abogado del caso señaló que “hay una serie de decisiones antiguas de la FCC de los años que datan de la de 1990, que indican que un cliente es 100% responsable por llamadas fraudulentas en su PBX “.

Sin embargo, el fraude afecta también de forma negativa a las operadoras de telecomunicaciones, así como a sus clientes. Las pérdidas aumentan los costos de operación de los carriers de comunicación ‘y perjudican su reputación. Varios países ya tienen nuevos requisitos regulatorios en vigencia, que adjudican una responsabilidad, al menos parcial, del fraude telefónico, a las operadoras de telecomunicaciones.

Contactado para investigar una violación reciente a un servicio de PBX hospedado, Leonid Fainshtein CTO de Xorcom confirmó que el ataque ocurrió cuando un hacker entró en la puerta trasera de un portal, erróneamente dejada el operador del servicio. La noticia llegó al cliente sólo cuando recibió su factura mensual, con un costo ochenta veces mayor que el habitual. De acuerdo con el Director General, el principal prestador de servicios no sólo había olvidado de notificar al usuario que había ocurrido algo extraño en su sistema, sino que también transfirió la responsabilidad a una sub-operadora, y aún no está claro de quién es la responsabilidad de mantener la seguridad de la red de la empresa.

¿Cómo se puede evitar el pago de 80 veces su factura normal de teléfonodebido a un fraude telefónico?

Primero, es importante entender qué tipo de abuso es predominante en la actualidad. El fraude telefónico se produce al infiltrarse a un PBX-IP y utilizándolo para realizar llamadas salientes que son vendidas como minutos a otros clientes – con la empresa dueña del PBX IP pagando la cuenta (como en los casos citados anteriormente). Otro abuso implica en penetrar en el PBX-IP para obtener información acerca de la red, con el objetivo de hackear la red de datos de la empresa con propósitos de espionaje u otros tipos de daños industriales. Pocas horas de acceso no autorizado pueden costar fácilmente a su empresa muchas veces más que el precio de todo el sistema de telefonía.

El sistema corporativo de telefonía  CompletePBX™ de Xorcom, de máxima seguridad, puede mantener su red de comunicaciones segura contra todos estos tipos de ataques cibernéticos. 

Para obtener más información, haga clic aquí.


Branching into 21st Century Telephony | Talk Business Magazine

Contemporary telephone systems play a far more crucial and creative role in businesses than previously thanks to advances in technology and the impact of t

Source: Branching into 21st Century Telephony | Talk Business Magazine